Business Development Consultant (BDC)

Detroit, Michigan, United States of America Commercial Insurance | Growth-Focused Sales Role Business Development Consultant (BDC) is a high‑impact, growth‑driving role responsible for building and advancing a strong pipeline of new business opportunities. Working closely with a Producer, the individual will lead outbound prospecting efforts, develop meaningful client relationships, and help drive revenue growth through disciplined pipeline management. Role Overview This role is ideal for a motivated, entrepreneurial sales professional who thrives on prospecting, enjoys the challenge of complex B2B sales cycles, and takes ownership of results. It is a growth engine position, giving the right person a direct influence on revenue, market presence, and long‑term client relationships. What You’ll Do 1. Drive New Business Development Build and execute a consistent outbound prospecting strategy across phone, email, social media, events, and in‑person meetings Generate qualified meetings and new opportunities aligned with revenue growth goals Research prospects, industries, and market trends to identify high‑value opportunities Partner with Producers to develop and execute targeted market strategies Maintain an active, high‑quality pipeline within Salesforce Success in this role is measured by: Pipeline growth and quality Contribution to new revenue opportunities 2. Manage and Optimize Pipeline Own pipeline organization, tracking, and reporting within Salesforce Segment and prioritize prospects (e.g., 90‑Day, Active, Long‑Term) Continuously improve outreach strategies and conversion rates Support development of benchmarks and best practices for pipeline performance Coordinate and schedule meetings with prospects and internal teams Serve as primary point of contact for prospect communications during scheduling Collaborate with Producers and internal experts to develop tailored meeting materials Ensure all deliverables are polished, relevant, and client‑ready 4. Identify Growth Opportunities Within Existing Clients Develop a working knowledge of all internal service capabilities Partner with client service teams to uncover cross‑sell opportunities, including: Property & Casualty Pharmacy & Clinical Consulting Executive Benefits Total Rewards & Retirement Consulting Absence & Benefits Solutions Help initiate conversations that expand client relationships and increase value Assist with RFP responses and new business proposals Coordinate client/prospect engagement through events and networking opportunities Track and reconcile revenue across the Producer’s book of business Manage consulting agreements, renewals, and related documentation Collaborate with internal stakeholders (including Executive Assistants) on scheduling, travel, and project coordination What It Takes to Succeed Strong drive for prospecting and generating new opportunities Excellent communication and relationship‑building skills High level of organization, accountability, and follow‑through Ability to think quickly, adapt, and operate with a sense of urgency Growth mindset with a commitment to continuous improvement Qualifications Bachelor’s degree in Business or related field (or equivalent experience) 3–5 years of B2B sales experience, preferably in complex or consultative sales environments Experience managing pipelines and CRM systems (Salesforce preferred) Proficiency in Microsoft Office (Word, Excel, Outlook, PowerPoint) Familiarity with sales tools such as LinkedIn Sales Navigator, ZoomInfo, or similar platforms Willingness to travel as needed Equal Opportunity Statement Lockton Companies is proud to provide everyone an equal opportunity to grow and advance. We are committed to an inclusive culture and environment where our people, clients and communities are treated with respect and dignity. At Lockton, supporting diversity, equity and inclusion is ingrained in our values, and we believe that we are at our best when we fully embrace everyone. We strive to cultivate a caring culture that learns from, celebrates and thrives because of our breadth of differences. As such, we recognize that recruiting, developing and retaining people with diverse backgrounds and experiences is vital and enabling our people to thrive personally and professionally is critical to our long‑term success. #J-18808-Ljbffr